During this 90 minute webinar, MSP marketing expert Robin Robins of Technology Marketing Toolkit will show you several best practice MSP marketing tips to help you grow your MSP business. Here’s what you’ll learn: Very simple marketing strategies to attract more and better QUALITY managed services clients, month in and month out How to build and implement auto-pilot marketing SYSTEMS that eliminate a lot of the manual labor of marketing, selling and attracting new clients The biggest obstacles that prevent MSPs from successfully marketing their services, and how to overcome them How to avoid wasting your time on unprofitable, “wrong fit” clients who waste your time and distract you from finding and working with the highly profitable clients you want

1. How To Double the
Number of Managed
Services Clients You’re
Getting Every Month
November 13, 2012

2. Agenda – it’s 90 minutes of value!
• Introductions
• Our sponsor
• Our MSP marketing expert – Robin Robins
– Learn simple marketing strategies to attract more
QUALITY managed services clients
– Learn how to build and implement auto-pilot
marketing SYSTEMS that eliminate a lot of the manual
marketing labor
– See obstacles that prevent MSPs from successfully
marketing their services; learn how to overcome them
– Learn how to avoid wasting your time on unprofitable,
“wrong fit” clients who waste your time
• Q&A
2

3. About Kaseya
• Enterprise-class IT systems
management for everybody
• Key Facts
– Founded 2000
– Privately held, no debt, no external
capital requirements
– 33 offices worldwide in 23 countries
with 450+ employees
• 12,000+ customers
• Millions of assets managed
– 6 patents issued for IT service delivery
processes & remote IT management
processes
• 37 patents pending
– Common Criteria (EAL2+) certified and
FIPS 140-2 security compliant
– ITIL v2 and v3 compatible
3

4. Why MSPs Choose Kaseya
A single Kaseya user can proactively manage 1,000s of automated
IT systems and network tasks in the same amount of time
required by a team of technicians using other techniques
It’s the industry’s only patented single-server-single-agent
architecture; MSPs get enterprise-class capability that is easy to
use and easy to afford
With 60+% of top MSPs worldwide using Kaseya, they get access
to the most robust community available
And with so many ISVs plugging in to Kaseya via a seamless
integration process, they get an easy way to leverage their
existing strategic technology partnerships

5. How would you grade your
MARKETING efforts in your ability to
generate new business?
A. I get an “A” and have no complaints
B. I get a “B” and want to get better
C. I get a “C” and I’m tired of being just
average
D. I get a “D” and want to avoid failing
E. Um, I need lots of help, NOW

6. The How To Double Or Triple
The Number Of High-Quality
Managed Services Clients You’re
Getting Every Month
Robin Robins, Author And Founder,
Technology Marketing Toolkit, Inc.
www.managedservicesmarketing.com

7. I’m Going To Show You A Highly Effective Way
To Solve The #1 Marketing Problem For
All IT Service Companies:
Getting More NEW
Clients FAST!
(But More Specifically, You Want More High-Quality
Clients Who Appreciate The Services You Sell And
Are Willing To Pay For Them!)

8. And Ultimately What
I Want To Show You Is:
• How To Focus On Results For Your Clients So
You Deliver Even MORE Value.
• How To Get Paid What You’re Worth, Working
With Clients Who Actually Appreciate You.
• How To Massively Differentiate Your
Company From The Competition In A Relevant
And Truthful Way.
• A Much Easier And Faster Way To Sell Your
Services Than Anything You’ve Tried Before.

9. Bonus!
Hang On Until The End And Get This FREE!
How To Get A Copy
Of The Recording Of
This Webinar And
This Brand-New Free
Report I Created

10. Here’s Our Plan For This Session:
• Part 1: Why Is It SO Difficult To Attract New
Clients? We’ll Talk About What Most MSPs Do That
Invite Price Shoppers, Sales Objections And Low To
No Response Rates When Marketing Their Services
• Part 2: The 3 Critical Components You MUST Get
Right To Be Successful At Attracting More And
Better Quality Clients
• Part 3: Exhibits And Examples Of Highly Effective
Campaigns From Other MSPs
• Part 4: Q&A

11. Who The Heck Is Robin Robins?
“I am a veteran IT marketing strategist who
specializes in developing highly effective
marketing and sales systems for companies
that sell outsourced IT services.”
• Been Working With Kaseya And
Their Clients For Over 8 Years
• 5,000+ Clients All Over The World
• More Documented Client Success
Stories Than Any Other Marketing
Consultant In This Industry, Period

12. Now, Let’s Dive In…

13. #1 Reason Why MSPs Don’t Grow: No Sales Funnel
(Recent Survey Of 390 MSPs)
78%!

14. Why This Is A BIGGER Problem Than You Might Think
 Your sales skills suffer GREATLY because you don’t get sufficient practice
presenting to clients (the average close rate is 25%).
 You can’t confidently hire new techs or reinvest in your business growth.
 You become DESPERATE and end up taking on clients and opportunities you
should say “NO” to, which suck up precious time and resources.
 This economy is STILL sluggish, which is making it MORE difficult because
businesses are NOT upgrading as often and are holding onto IT assets longer.

15. Why Is It SO Difficult To Attract More
And Better Quality Clients?
5 Important Truths You
Must Embrace About Selling IT
Services If You Want To Be
Successful In Attracting More And
Better Quality Clients

16. Truth #1: There Will Always Be
Someone Cheaper
A customer won on price will
always be lost on price.

17. Truth #2: People Will
Pay For Competence
Question: What are YOU doing
consistently on your web site, in your
marketing and in your sales presentations
to convince your prospect that YOU are
more competent than your competition?

18. Truth #3: People Can’t Buy
What They Don’t Know About, And WON’T
Buy What They Don’t Understand
“If I were in the market for what
you sell, would I think of you
first? Second? Would I think of
you at all?” - Nido Qubein

19. Truth #4: No CEO Wakes Up In The
Morning Wanting To Buy IT Support
Clients Want Their Problems To
Go Away Or RESULTS.
With That In Mind, Let’s Think
Like A Client For A Minute…

20. Think About The Last Few
Prospects You Met With…
• What’s typically going on in their business that
would put them in the market to buy what you sell?
• What types of problems or frustrations might they
be experiencing with their current
provider/solution?
• What are some of the questions they might be
thinking to themselves?
• Would they be a savvy and experienced buyer, or
would they largely be confused about what to look
for, what they need, how much they should be
paying and what to ask?

21. Top Complaints Business Owners
Have About Their Current IT Guy:
• Poor response to support requests (not responsive).
• Technical problems constantly crop up (they feel like
they’ve “outgrown” them).
• The technician is rude, doesn’t own the problem and
talks over their head (geek speak).
• Poor customer service overall (things fall through the
cracks, they don’t follow up on requests, they don’t
return calls promptly).

22. Quick Exercise:
• Does this address ANY of the
most common concerns,
problems or anxieties your
clients have?
• Is this message client focused
or company focused?
• Does this copy grab and keep
your attention, compelling
you to read more and take
action?
• Are there any benefits
mentioned?
• Does this build trust or
differentiate this company
from other IT firms?

23. How About
This Site?

24. How About
This Site?

25. MOST Important Question…
“How About
YOUR Site?”
Important!
This Is NOT Just About Your Web Site But ALL Marketing
Collateral And Communications, Including Your Face-To-
Face Sales Presentation, Brochures, And Other Media

26. Good
Example:
 Compelling headline
 Valuable offer
 Written from the
prospects’ perspective
 Testimonials
 Clear instructions on
how to respond
 Why NECG
 Social media tie in
Conclusion: “Clearly these
guys understand our
problems better than most
IT companies.”
Copyright Technology Marketing Toolkit, Inc.

27. Case Study: Frank Ballatore,
The New England Computer Group, Inc.
“I’m blown away by the results generated
from our new web site. We’ve been in
business for 19 years and have never
generated good, qualified leads like we
are now. After implementing Robin’s
suggestions, we generated 7 leads
(appointments) in 3 months and closed
$65,600 in new sales so far.”

28. Truth #5: The MOST Effective And Efficient
Way To Secure More New Clients Is To
Get Them To Seek YOU Out First
“Be The Flame, Not The Moth”
- Casanova

29. How To “Be The Flame”
How To Build The Perfect
“Auto-Pilot” Marketing Machine For
Your IT Services Business Using
Educational Direct
Response Marketing

30. Use Educational Direct
Response Marketing To Bring
Them Into The Sales Funnel:
• Referrals
• JV marketing (partnering)
• Direct sales
• Direct mail
• Google AdWords
• Telemarketing
• Web site and SEO
• Networking events
• PR
• Yellow pages and newspaper ads
• Trade shows
•Writing articles
• Public speaking
• Teleseminars, seminars, webinars
• Newsletter marketing
NOTE: This is also how you build
a list of prospect to market to!

32. The information (free
report, audio CD, video,
etc.) is automatically and
instantly delivered to them.
These people are clearly
interested, but may or may
not be qualified or ready to
buy now.

33. The Free Report:
• Establishes you as the
authority on the subject
• Educates the prospect about
their options, what to expect
and the benefits
• Answers FAQs
• Overcomes common
objections
• Provides case studies and
testimonials to validate your
claims and establish your
credibility
• Offers a “next step” of a
Network Audit, Health Check,
Assessment, etc.

34. When they respond to the
next step, they are
considered a “Hot
Prospect.” If qualified, a
shock-n-awe box is sent.

35. Shock-N-Awe Box Example
Key Point:
If they don’t TRUST you, it doesn’t
matter what you’re selling – they
won’t buy!

36. These people are now pre-
sold, pre-qualified and pre-
disposed to doing business
with you.

37. A well-planned, scripted
sales process uncovers more
opportunity and closes the
sale.

38. Ongoing promotions
build loyalty, cross-sell
other solutions and
generate referrals.

39. KEY POINT:
Here’s Where
YOU Get
Involved!

40. Client Case Studies
And Exhibits

41. Case Study:
CMIT Solutions
Challenge:
• Struggling to sell their
managed services program
they called “Marathon”
• Had tried multiple marketing
campaigns with very little
success
• Franchisees were losing faith
in corporate marketing
Even tried giving away an all-
expenses paid trip to generate
qualified leads

42. Case Study:
CMIT Solutions
Problems With Their
Marketing Message:
• No headline
• Wrong offer
• Weak benefits
• No guarantees
• No testimonials
• No USP
• No urgency to respond

43. Case Study:
CMIT Solutions
Solution:
• Improved their headlines, offer
and overall message.
Results Of The FIRST Campaign:
• Captured testimonials from
7,467 Prospects Targeted
existing Marathon clients and
used them in all marketing 98 Leads (1.31%Response)
Generated
campaigns. One Time Revenue: $17,349.95
Annual Recurring Revenue: $90,420.00
• Implemented multi-step, multi-
Total Revenue: $107,769.95
sequence campaigns that included
direct mail, e-mail and Campaign Cost of $29,078.75
telephone
follow up.
•
371% ROI
Refined the mailing to a smaller,
more targeted list.

44. Case Study:
MJ Shoer, Jenaly Technology Group
Turned A $1,800 Marketing Campaign Into A
Cool Quarter Of A Million In
Recurring IT Sales
 Just starting out as an MSP
 No marketing experience, no sales team and
no marketing manager to help
 Was on a very tight budget
 Had happy customers, but wanted to grow
beyond a referral-based business

45. Case Study:
MJ Shoer, Jenaly Technology Group
 Created the book, “Hassle-Free
Computer Support” based on
the free report I showed you
earlier and self-published it
 Mailed it out to all his clients as
a gift around Thanksgiving
 Mailed it to the media and key
influencers in his market area

46. Case Study:
MJ Shoer, Jenaly Technology Group
“I can easily attribute over a
quarter of a MILLION dollars
in new revenue just to this
one campaign.”
Not only did we generate a spike in referrals, but our local
newspaper ran a story about us, which brought in even more
new clients. But best of all, a local association
PURCHASED 1,000 copies of the book at $3.25 each to
send to their members (which generated a $1,450 PROFIT
for us) and gave us free advertising and a huge endorsement.

47. Case Study:
Diana Spurgus, Business Systems Solutions
How Diana Went From Working Her BUTT Off
Selling Billable Hours To A 110% Increase In
Recurring IT Services Totaling $1.3 Million
 Wasn’t seeing her family, and her health was
deteriorating because of the crushing workload
 Was using very corporate, “professional” brochures and
collateral – but getting zero results
 Didn’t feel comfortable marketing so was constantly
procrastinating by staying busy with technical work and
other “easier” work

48. Case Study: Diana Spurgus,
Business Systems Solutions
The Marketing Plan:
 Implemented a much
stronger marketing
message detailing
WHY a business owner
should outsource their
IT support to them over
the competition

49. Case Study: Diana Spurgus,
Business Systems Solutions
The Marketing Plan:
 Created her own
book, “IT 101,” and
used it to position
herself as a trusted
advisor to CEOs

50. Case Study: Diana Spurgus,
Business Systems Solutions
The Marketing Plan:
 Started using a
canvassing campaign to
introduce themselves to
local businesses and
build their list. Followed
up with direct mail and
telemarketing

51. Case Study: Diana Spurgus,
Business Systems Solutions
The Marketing Plan:
 Started sending a
monthly newsletter and
writing articles for a
local newsletter

52. Case Study:
Diana Spurgus, Business Systems Solutions
Like many of my peers, I started
my business because I love the
technical side and gave little to no
thought about the other areas of
my business – and marketing and selling were certainly
not in my comfort zone. But thanks to Robin’s marketing
and business advice, I’ve been able to step into the role
of being a TRUE business owner and was able to
generate an increase of 110% in new contracts, which
will return $1.3 million over the lifetime of those
clients!

53. Case Study:
John Motazedi, SNC Squared
One Seminar = $236,000 In Sales
 MSP in Joplin, MO
 Wanted to focus on the
medical niche, but didn’t have
a big list
 Decided to hold a lunch and
learn seminar on backup and
disaster recovery

54. Campaign Strategy:
 John ASKED his clients (physicians) “Where do you go to
get information?”
 Discovered they belonged to an industry association
called the Medical Group Management Assoc., whose
purpose is to provide education, research and resources
to medical practices. Their goal? To get more members!
 Offered to do a lunch and learn on security and backups
to their members and offered to PAY the attendee’s
membership fees to the MGMA if they attended the
workshop
 They agreed and sent e-mail invites to every doctor’s
office within a 40-mile radius (approx. 300)

55. Drove Prospects To
This Web
Registration Form

56. Case Study:
John Motazedi, SNC Squared
The Results: • 19 people attended
• 3 bought his managed firewall
solution which represents $13,932
in revenue (3,096% ROI)
• 2 upgraded to a bigger managed
services agreements for a total of
$237,000 in sales over a 3 year term
(52,667% ROI)
• An awesome JV partnership was
formed for future opportunities.

57. Unfortunately, MOST Of You Will Never
Really Learn How To Systematically
Attract More And Better Quality Clients,
Get Out Of The Daily Struggle Or See
These Kinds Of Results;
Here’s Why…

58. Good Idea Graveyard:
Where all the procrastinator’s great
business ideas and good intentions go to die.

59. 3 Big Problems Standing In Your Way:
1. You aren’t an experienced marketer and therefore
need detailed instructions on how to implement a
marketing system that are specific to your
business.
2. You’re a great technician, but absolutely terrible
at writing sales letters and marketing
communications.
3. You don’t have a lot of time to spend figuring out
what works and what doesn’t.

60. Million-Dollar Managed Services
Marketing Blueprint
A Complete “Paint-
By-The-Numbers”
Marketing System
GUARANTEED To
Deliver All The
High-Quality
Managed Services
Clients You Want

61. Million-Dollar Managed Services
Marketing Blueprint
Three Main Components:
1. Step-by-step process for developing and
implementing a POWERFUL client-attraction
marketing system that takes all the guesswork out
of marketing. It also includes a step-by-step sales
process for closing a managed services sale that
will give you the confidence to close 80% or more
of the prospects you meet with. Over A
Decade
2. Over $250,000 worth of done-for-you marketing
Of R&D
templates you can cut-and-paste to fast-track your
success.
3. LIVE coaching and support to hold you
accountable and to help you IMPLEMENT.

62. Fast-Track Support Package:
 Quick Start Guide To Fast Cash: Easy And
Inexpensive Ways To Increase Sales Quickly And
Get Started ($397.00)
 FREE 6-Month Pass Into My Apprentice Club
Coaching Program ($1,182)
 4-Years Of “TechTip” Newsletter Templates
For Drip Marketing To Your Prospects
 LIVE Monthly “Marketing Super Star” Interviews
With Other MSPs So You Can See What’s Working
 LIFETIME Support From My Team

63. Program Summary:
Managed Services Marketing Blueprint……..…….…………………...….$2,997.00
Managed Services Survey……………………...………………………………..….$197.00
Selling To Larger Accounts Marketing System……….…….......………$1,500.00
25 Easy & Inexpensive Ways To Increase IT Sales…....………….….…..$397.00
$1,997
Managed Services Contract Template….……..……….….………..……....…$197.00
6-Month Free Pass to the Master Mind Group...……….…..……. … …$1,182.00
(6 Payments of $337)
Done-for-You TechTip Library…………………..………...………………..…$3,492.00
Marketing Campaign Review…………………………………………………….$997.00
Shipping and Handling.…………………………………….……………………....….$37.50
Pay In Full (SAVE $25)
Access to our Member Dashboard…………………………………..….…….….???????
Lifetime Support From My Staff……………………………...……………………???????
Instant Access To All The Materials Online…………………………….....…..???????
Total: $10,996.50
Kaseya Sponsored Discount; Go To:
www.managedservicesmarketing.com

64. My 100% No-Risk, 2-Year Guarantee:
Guarantee #1: 365-Day 100% Money-Back Guarantee
If you are not completely thrilled, return the system for a full,
no-questions asked refund. No hassle, No problems.
Guarantee #2: 10X Your Investment 2 Year Guarantee
You have another full year to use the materials and strategies.
If you don’t make back 10 times your investment after
implementing the tools and strategies I’ve outlined, I’ll issue
you a full and complete refund. All I ask is that you show me
proof that you actually implemented 3-5 strategies outlined in
the program.
www.managedservicesmarketing.com

65. Fast Action Bonus: 7 Weeks Of Live
Implementation Coaching
 I can only accept 25.
 Every single week you’ll get access to a
LIVE coaching call to answer any question
and give you any support you need.
 We will NOT be your roadblock!!!
www.managedservicesmarketing.com

66. Deadline To Get
The LIVE Coaching For Free:
The First 25, Or
November 21, 12:00 Noon
(Whichever Comes First)
To Enroll Now, Go To:
www.managedservicesmarketing.com
You Can Also Download The Free Report
I Mentioned Earlier At This Site For Free

67. Questions?
www.managedservicesmarketing.com
While Here You Can:
1. Request a copy of this webinar recording
2. Instantly download the free report promised
3. Learn more about the Managed Services Blueprint

68. Next Steps
• Learn more about Technology Marketing Toolkit
www.managedservicesmarketing.com
• Learn more about Kaseya for MSPs
www.kaseya.com/msp
• For a free live product demo Kaseya Foundation
www.kaseya.com/mspdemo for MSPs
Starting at $199/mo or
• For a free trial $1,495/yr/Admin
www.kaseya.com/trynow
• To speak with us
www.kaseya.com/contactme
68
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